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new reality of prospecting

The New Reality of Prospecting

By Gil Cargill on October 3

During the course of my sales career and my sales coaching career, I’ve seen traditional prospecting strategies – canvassing, networking, cold-calling, et cetera – become increasingly less effective. As a matter of fact, most salespeople do their best to avoid prospecting because they know, based on their experience that it does not produce the desired […]

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Consideration Rate – The Missing Metric

By Gil Cargill on September 20

The most important and most frequently overlooked metric, as it pertains to business-to-business marketing, is consideration rate. Simply stated, consideration rate is the percentage of desirable sales opportunities that, at minimum, consider you.  For instance, if in your market there will be 1,000 decisions made next quarter and you are providing quotes to 100 potential […]

Your Feet Are Too Small

Your Feet Are Too Small!

By Gil Cargill on April 1

No, this isn’t an article about buying or selling shoes. Rather, the reference that I make in the title is to the size of your marketing footprint. In today’s very crowded, very competitive sales arena, the team that has the best and biggest marketing footprint is, more often than not, the team that gets the […]

Selling Versus TellingSelling Versus Telling Listening

Selling Versus Telling

By Gil Cargill on March 11

There seems to be an age-old debate regarding the differences between selling and telling. When I make sales calls with my clients’ salespeople, I’ve noted an increase in the number of sales calls which are inappropriately identified as “selling”. More often than not, these people are telling. They tell the customer about their products or […]

There Is No Magic

There Is No Magic

By Gil Cargill on February 17

One of the benefits of having been in the sales coaching, consulting and training business for the past forty years is that I’ve had an opportunity to see a lot of so-called magical solutions come through our industry. There have been training programs with “hypnotic closes” associated with the program.  There have been all kinds […]

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